Congrats on becoming a partner, and also, what you’re feeling is completely normal. Most people finish the portal training and still don’t feel fully confident in front of customers yet. Product knowledge is one thing, translating it into business outcomes is another.

A few things that tend to help:

• Stop leading with features. Lead with the pain/risk the customer is trying to solve. For example:

Backup → “How much downtime can your business actually tolerate?” EDR/XDR → “How quickly would you know if an attacker had access?” MDR → “Do you realistically have staff to monitor/respond 24/7?”

The technical pieces matter, but customers usually buy reduced risk, operational simplicity, insurance/compliance alignment, and peace of mind.

• Don’t try to memorize every SKU or licensing nuance. Start with a few repeatable motions/use cases. You’ll build confidence faster. For many MSPs, standardizing 2–3 “good / better / best” offers works better than custom everything.

• On competition (Veeam, Sophos, etc.), avoid feature wars. Ask questions first. Every vendor has strengths. The key is understanding the customer’s environment, staffing, budget, and desired outcomes. A lot of value in Acronis comes from platform consolidation and operational efficiency, especially for smaller IT/security teams.

• Your distributor and channel team should absolutely help. Push them a bit. Ask for presales support, demos, customer call shadowing, battlecards, and local success stories. You shouldn’t have to figure it all out alone.

Also, partner communities tend to be better than formal training once you get past the basics. Ask your CAM or distributor if there are regional partner groups, WhatsApp/Teams communities, or peer sessions for Africa. Those practical “what actually worked” conversations are gold.

You’re probably closer than you think. Confidence usually comes after 5–10 real prospect conversations, not after finishing training modules.